Often sales people make mistakes in thinking that a comment from the prospect that they are not interested at this time, makes them a dead lead. They maybe a dead lead or they might be your very best future customer. The key is to leave the door open in case in the future they are interested at that time. The key to sales at this point is to stay in touch and stay in the mind of your prospect. How can you do this? Well many sales professionals, sales trainers or those who write marketing books say that you should give them discount coupons or a VIP Awards card for your company services; perhaps a gift certificate for a restaurant or a Starbucks Card with $10-20 on it? We have all heard of larger industries giving season tickets or big ball game tickets as gifts to stay in the mind of the prospects? If you are small business this might be tough. But it is the thought that counts and you need your product or service in their thoughts. Is this bribing the customer? Well in a way it could be construed as such, but if you stop by to talk and you give them something it shows you care about them and their time and will value their business if and when they ever decide to purchase from you and that you are there to serve them and will give them exemplary above average service in the event they purchase. I hope you will consider this in 2006. |
